![Page 1: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/1.jpg)
Building A High-Revenue Major Gift Program -
The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them
12/14/16 1pm Eastern
The presentation will begin shortly.
![Page 2: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/2.jpg)
3
This presentation is being recorded! The recording and slides will be emailed to you.
Please chat in any questions for our guest. We will answer them in the formal Q&A session
at the end of the presentation.
Follow along on Twitter with #Bloomerang @BloomerangTech.
For best audio quality, dial in by phone. (check your email for dial-in info from ReadyTalk)
Before we get started »
![Page 4: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/4.jpg)
3
Our guest presenter »Gail Perry, MBA, CFRE @GailPerryNC
• international fundraising consultant, trend-spotter, speaker, trainer and thought-leader.
• author of Fired-Up Fundraising: Turn Board Passion into Action (Wiley/AFP)
• has been called the “gold standard guide to building successful fundraising boards.”
• contributor to FiredUpFundraising.com, Fundraising Success, Guidestar and Capital Campaign Magic.
![Page 5: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/5.jpg)
Building A High-Revenue Major Gift Program:
The 5 Major Hurdles That Are Holding You Back and How to Overcome Them
With Gail Perry
FiredUpFundraising.com
@GailPerryNC
Download today’s infographics at Firedupfundraising.com
![Page 6: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/6.jpg)
Gail Perry: Who am I?
30 years in fundraising Coached hundreds of
nonprofit Coached/Raised over
$500M
![Page 7: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/7.jpg)
Gail Perry: Who am I?
Recent Honors & Achievements Fundraiser of the Year (NC) America’s Top Fundraising Experts (2016) Download today’s infographics at Firedupfundraising.com
![Page 8: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/8.jpg)
How much $ is out
there for your nonprofit?
(but you don’t have the resources to go get it?)
![Page 9: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/9.jpg)
Building a Successful Major Gifts Program
Overcome The 5 Hurdles That are Holding You Back
How to turn your development office into a money-raising machine.
How to get the most out of your limited time and staff.
![Page 10: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/10.jpg)
Serious obstacles that hinder fundraising success
![Page 11: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/11.jpg)
![Page 12: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/12.jpg)
Biggest Hurdles to Major Gift Fundraising?
![Page 13: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/13.jpg)
HURDLE 1:
Not Enough Major Gift Prospects
![Page 14: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/14.jpg)
The Dorothy School of Fundraising
There’s no place like home!
Your future major donors
are sleeping inside your donor files.
![Page 15: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/15.jpg)
Start With What You Have!
![Page 16: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/16.jpg)
Narrow, narrow, narrow down your focus (especially if you are small)
Ruthlessly Practical! Focus On The Few!
![Page 17: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/17.jpg)
Searching for Prospects
• Current donors
• Lapsed donors
• Former board members!
• Volunteers
• Small donors
Penelope Burk
![Page 18: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/18.jpg)
What’s the Difference Between a Suspect and a Prospect?
![Page 19: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/19.jpg)
Vocabulary Words: What is a “Qualified Prospect?”
A prospect who. . .
• has capacity
• is interested in your cause
• can be cultivated for a gift
![Page 20: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/20.jpg)
Identifying Prospects Where Do Barry and Barb Fit?
High$$LowLikelihood
High$$HighLikelihood
Low$$LowLikelihood
Low$$HighLikelihood
DOLLARS
LIKELIHOOD
![Page 21: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/21.jpg)
HURDLE #2:
Not Enough Time To Do It
Right
![Page 22: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/22.jpg)
You are all alone with an impossible goal
You are all alone with an
impossible goal
![Page 23: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/23.jpg)
No Plan, No Priorities, Tackling Too Many Things
And Doing None of them Well
![Page 24: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/24.jpg)
Getting Out of the Office Really is a Challenge!
![Page 25: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/25.jpg)
• Get everybody on board what you are up
to and why.
• Announce your goal of x visits/month.
• Ask everyone to help you get out of the
office to make the visits.
• Enlist the back office team as aids, not
critics.
How to Set Priorities and Get Out of The Office
![Page 26: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/26.jpg)
HURDLE 3: Unsure,
unclear of how to
approach major donors
![Page 27: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/27.jpg)
Approaching Your Donor for a Visit- Creative Ways to Get in the Door
![Page 28: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/28.jpg)
Advice Visits
Advice visits: If you want money ask for advice; if you want advice, ask for money.
• We have something important to run by you.
• Can I pick your brain?
• Can I have some advice?
• Will you screen a list for us?
![Page 29: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/29.jpg)
“We’d like to ask your input our
business plan.”
Resulted in a $1.5M Gift!
![Page 30: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/30.jpg)
It’s About Your Donor and What He Wants to Accomplish!
Tellmeaboutyourinterest
in...
![Page 31: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/31.jpg)
People understand
smart fundraising = friendmaking
![Page 32: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/32.jpg)
Donor Experiences = Engagement = Cultivation
Events
![Page 33: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/33.jpg)
Awesome Donor Experiences
![Page 34: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/34.jpg)
Open Doors With Porch Parties!
![Page 35: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/35.jpg)
HURDLE #4:
Need Structure
and Support 18%
![Page 36: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/36.jpg)
Everybody wants to put the monkey on someone else’s back!
![Page 37: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/37.jpg)
There IS a Structure for Major Gift
Success!
![Page 38: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/38.jpg)
• Major gifts Team working together
• $ Goal
• List of Projects to Fund
• Major Gift Prospect List
• Written Cultivation Plans
• Monthly Meeting of Team: Strategy Sessions
Your Major Gift Success Structure Who, What, When, Where!
![Page 39: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/39.jpg)
Sample Prospect List w Ratings Capacity: A: $1 million D: $25k –99K Interest: 1 = high
B: $500k–1 mil E: 10K –25K 2 = medium C: $100-500k F: $1k -10k 3 = low
35
![Page 40: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/40.jpg)
Find a Prospect Rating System That Works for You
1 - Hot 2 - Warm 3 – Cold
36
![Page 41: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/41.jpg)
Rating Your Prospects: Ability to Give
A: $1 million and up
B: $500k -1 mil
C: $100k - 500k D: $25k – 99K E: $10K – 25K F: $1k - 10k
![Page 42: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/42.jpg)
Set a Major Gifts Fundraising Goal
• Add up your potential
• Cut it by 1/3 • That’s how much
you can raise
![Page 43: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/43.jpg)
HURDLE 5:
Organization Doesn’t Support
Major Gift Fundraising
![Page 44: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/44.jpg)
Internal Attitudes Toward Fundraising?
�
�
![Page 45: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/45.jpg)
Board members and leaders try to dictate fundraising strategy
based on personal opinions.
![Page 46: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/46.jpg)
Good Fundraising is NEVER about MONEY
--Lack of funding --Lack of support
--Lack of participation
![Page 47: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/47.jpg)
• Everybody has a role!
• Everybody understands fundraising and how it works.
• Your organization:
• sees fundraising as a means to engage supporters
• offers opportunities for donors to engage
• Fundraising is part of the whole effort to engage
supporters with the mission
Developing a Culture of Philanthropy
![Page 48: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/48.jpg)
Needed: a long term approach to fund development.
44
![Page 49: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/49.jpg)
• Your organization honors your donors by asking
for more than just money – – you also ask for and
engage their help, support, ideas, skills, time.
• Your organization values listening to donors.
• You have a culture of terrific post-gift customer
service to donors.
Culture of Philanthropy: Your Organization Values Donors
![Page 50: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/50.jpg)
What Would Help You The Most to Raise Major Gifts?
![Page 51: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/51.jpg)
Major Gifts Coaching and
Mentoring
![Page 52: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/52.jpg)
If you want some help setting up a systematic major gift program:
• 20 organizations who are ready to dive in and make it happen
• Have me as your coach and mentor for 10 months next year
• Get at least 10 asks on the table!
• https://www.gailperry.com/major-gifts-coaching/
![Page 53: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/53.jpg)
Major Gift Coaching Curriculum
Month 1: Build a Culture of Philanthropy and Identify Your major gift prospects
Month 2: Research and Rate Your Prospects
Month 3: Create Systematic Cultivation Plans
Month 4: Getting Appointments with Prospects
Month 5: Preparing for the Ask Visit
Month 6 - 7: Coaching on asking
Month 8 – 9: Making Asks
Month 10: Wrap Up and Plan for the Future
![Page 54: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/54.jpg)
What’s possible with a solid major gift program?
![Page 55: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/55.jpg)
Six STEPS to the Perfect Ask
Join Us!
h=ps://www.gailperry.com/major-giDs-coaching/
![Page 56: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/56.jpg)
Questions?
![Page 57: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/57.jpg)
https://bloomerang.co/resources
•Nonprofit Wrap-Up •Bloomerang TV •Bloomies •eBooks
•Daily blog post •Weekly webinars •Templates •Guides
![Page 58: Building A High-Revenue Major Gift Program - The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them](https://reader031.vdocument.in/reader031/viewer/2022030305/5872c5d01a28ab0c718b62c3/html5/thumbnails/58.jpg)
Our next free webinar »
Simple Strategies for Managing Event Committees
When: Thursday, Jan. 5th, 2017 – 1:00pm Eastern
A.J. Steinberg
https://bloomerang.co/resources/webinars